Starting an SEO Business
Starting an SEO Business

Starting an SEO Business: A Comprehensive Guide

Navigating the Path to Entrepreneurial Success

The journey often commences with the desire to become your own boss, a notion that inevitably gives rise to another aspiration – achieving remarkable success. Irrespective of the catalyst that propels you onto the trajectory of establishing an SEO business, it fundamentally boils down to addressing two pivotal inquiries: What exactly constitutes an SEO business, and are you prepared to invest your unwavering commitment?

The most undesirable outcome is embarking on an SEO venture only to find yourself entangled in an underdeveloped endeavor, accompanied by a trail of dissatisfied clientele…

Unveiling the Realm of SEO Companies

Defining SEO Ventures and Their Crucial Role

In its essence, an SEO (Search Engine Optimization) business endeavors to enhance your website’s visibility within search engines. Operating within the realm of digital marketing, a specialized company focuses on strategic methodologies to propel your online ranking to new heights. Should the ambitions encompass growth, competition within a niche, augmented sales, and broader audience outreach, the imperative nature of SEO becomes abundantly clear.

While Google’s preeminence in the realm of search engines is universally acknowledged, do you fully grasp its indispensability to your business? Skillfully executed SEO endeavors yield heightened rankings for web pages, causing them to prominently surface when users input industry-relevant “keywords” into their browsers. A holistic approach, encompassing on and off-page optimization, social media engagement, content curation, pay-per-click advertising, reputation management, and speed optimization, coalesce to influence a webpage’s ranking stature. An entrusted SEO entity can serve as the conduit to heightened visibility, improved traffic metrics, and a direct trajectory toward increased leads and sales.

Empowering Businesses Through SEO Expertise

A majority of entrepreneurs embark on the voyage of business expansion by leveraging their competencies to market their products or services. Notably, SEO prowess does not come as second nature, and many individuals possess limited to no familiarity with its intricacies and strategies. Consequently, they enlist the expertise of SEO professionals, enabling them to concentrate on their core strengths while entrusting external entities to cultivate their online business footprint. This discourse briefly traverses the landscape of inaugurating a triumphant SEO enterprise, ensuring that paying patrons are not only content but exuberant with the outcomes for their businesses.

Cultivating Success: The Essential Checklist

In recognition of these nuances, we have curated a comprehensive checklist. It’s a guiding compass crafted to illuminate the path for aspirants seeking to establish and elevate their SEO agencies. Whether you stand as an SEO consultant or a digital marketing virtuoso endeavoring to manifest your SEO agency, this checklist constitutes a bedrock, instilling the indispensable essentials and propelling you from inception to an industry powerhouse.

Unlock the Full Potential

A Holistic Blueprint for Launching Your SEO Venture

The inception often proves most arduous, as the adage goes. Yet, the sooner you grasp the rudiments of initiating an SEO business, the smoother the subsequent phases will unfold for your agency. The foremost step necessitates delineating the prerequisites for commencing your SEO enterprise.

Are You Prepared to Champion Your Enterprise?

Should your response echo a resounding “yes,” nothing should deter you from perusing this guide until its very conclusion. On the other hand, if your response leans toward the negative, that’s perfectly acceptable. We’re here to aid you in bridging the gap.

In truth, no one ever truly feels ready to forge ahead and orchestrate the operations of an SEO company. Beyond the dynamic landscape of the SEO industry, operational considerations demand meticulous attention. The entire process is a constant evolution of learning.

Before you immerse yourself in crafting your SEO business plan, there are a few prerequisites to check off:

Preparation for Transition

First and foremost, let’s clarify one point – establishing an agency isn’t a pretext for shirking responsibilities. If anything, it demands heightened dedication and time investment to lay the foundation of your SEO venture.

When should you bid farewell to your current job and channel your focus exclusively into your SEO venture?

The tipping point emerges when your cash flow aligns with your present earnings. It’s when a pool of loyal clients ensures the uninterrupted business flow. It’s when inquiries about your SEO services outnumber your efforts to secure clients.

If you meet the criteria outlined above, the time might be ripe to bid farewell to your current employment and take the plunge into full-time entrepreneurship.

Developing Business Proficiency

Understanding the Crucial Role of Business Acumen

An SEO agency is akin to any other business entity. Absence of business acumen could spell turbulence for your agency’s survival. Countless business proprietors squander substantial sums due to a lack of discernment regarding what’s best for their enterprise. Count yourself fortunate, for there exists a plethora of online resources and enlightening books that can furnish you with insights into establishing a thriving SEO business. Your task is clear—secure copies of these pivotal titles:

  1. “The Seven Habits of Highly Effective People” by Stephen Covey
  2. “The $100 Startup” by Chris Guillebeau
  3. “Lost and Founder” by Rand Fishkin
  4. “The Lean Startup” by Eric Ries

Mastery of Digital Marketing Fundamentals

The illustrious journey of Neil Patel was not initiated as an SEO virtuoso. His trajectory was marked by learning the ropes of SEO and weathering a few setbacks along the way. Such is the case when you embark on your SEO entrepreneurial voyage. Pioneers like Neil Patel didn’t attain their authoritative status through sheer happenstance. The crux lies in educating oneself about the industry.

Ponder this: Would you readily place your trust in an agency devoid of even an iota of SEO knowledge? Most likely not. A treasure trove of information concerning SEO and digital marketing awaits your exploration. Thus, you have no reason to neglect the acquisition of knowledge. Begin by availing downloadable resources from our Resource Center upon signing up. Moreover, we advocate perusing platforms like Search Engine Journal, Search Engine Watch, Moz, and Google’s Webmasters Help Community for the latest digital insights.

Navigating Legal Terrain

The launch of a search engine optimization business, akin to any venture, carries legal ramifications. Every choice is governed by specific regulations, and early familiarity with these regulations can preclude future vexations.

Selecting Your Business Framework

Prior to conceptualizing a moniker for your agency, a paramount decision awaits—determining your business structure. This verdict hinges upon the most suitable arrangement for tax filings with the IRS. Shall you opt for a sole proprietorship or an LLC?

Under the Aegis of a Sole Proprietorship

Establishing your SEO agency as a sole proprietorship designates a single owner at the helm. This modus operandi often characterizes startups helmed by freelance agency owners. The allure of its flexibility and straightforward setup renders it enticing for aspiring SEO consultants aspiring to helm their own agencies. However, this structure is not devoid of risks. As a sole proprietorship, the agency might assume liability for damages in the event of complications. Furthermore, this format doesn’t necessitate separate business tax filings, intricately intermingling the agency’s value with personal assets.

Embracing the Mantle of a Limited Liability Company (LLC)

Contrasting a sole proprietorship, adopting the mantle of an LLC allows multiple owners (members) to steer the business. Opting for an LLC mitigates risks for nascent agencies, notably segregating business taxes from personal assets. The advantages of this structure extend to legal safeguards. Limited liability facilitates the safeguarding of personal assets from business-related debts and obligations. Additionally, an LLC enhances your standing when collaborating with suppliers or lenders.

Important Note: Prior to solidifying your decision on your agency’s business structure, seek counsel from a legal professional or a CPA.

Formulating Comprehensive SEO Contracts

The notion of a contract might evoke apprehension in clients, yet its necessity is undeniable. This singular document binds your agency to its clients, extending beyond legal confines. Visualize it as a covenant, delineating tasks and anticipations for both parties.

An SEO contract delves into the minutiae of campaign management—roles, procedures, asset ownership, and the agreement’s duration. This comprehensive accord functions as a pivotal instrument, ensuring clear communication and alignment between your agency and clients.

Establishing Payment Methods

Efficient Payment Processing for Your Agency

Numerous agencies opt for the straightforward route of receiving payments through platforms like PayPal. However, exploring alternative payment methods can maximize your business’s financial efficiency.

Automated Clearing House (ACH) Transfers: 

Clients initiate electronic money transfers from their bank accounts to a US-based business bank account. This encompasses both credit and debit transactions.

Credit Card Payments: 

Widely embraced across the global business landscape, this method entails the utilization of card networks such as Visa, Mastercard, and American Express. This approach is favored for its simplicity—clients merely input their credentials on a secure network to finalize transactions. A recommended service is

Online Payments: 

This category encompasses platforms like PayPal, along with analogous services like Alipay, Apple Pay, and Google Pay.

When selecting a payment method, prioritize your clients’ preferences. Ensure each transaction is secure, guaranteeing a seamless experience.

Crafting Effective Invoice Templates

Invoices serve as tangible evidence of transactions between your search engine optimization business and clients. They facilitate streamlined accounting and enable adherence to payment terms. Each invoice should be uniquely numbered for effortless tracking.

A standard SEO invoice details itemized charges, with comprehensive descriptions for each service rendered by your agency. Crucial details, such as the due date and accepted payment methods, should be conspicuously outlined.

Elevating Your Agency’s Brand Identity

Developing your agency’s brand identity is an ongoing process, integral to its inception and growth.

Fostering your agency’s brand identity involves pinpointing the aspects that set you apart, compelling clients to choose your SEO enterprise over competitors. It’s the essence that distinguishes you in a crowded landscape.

Choosing Your Business Name and Logo

Your business name and logo stand as the most recognizable facets of your brand. They permeate all your assets, spanning from your website and business cards to online advertisements and digital resources.

When crafting your agency’s name and logo, contemplate the following:

  • Value Proposition: What core differentiators do you offer?
  • Target Audience: Who constitutes your clientele?
  • Personality: What emotions should your brand evoke? How do you want it to be perceived?

Defining Your Target Buyer Personas

Your target buyer personas epitomize the ideal clients you aim to attract and convert for your agency. The process of defining these personas streamlines your comprehension of your clients, encompassing their businesses, pain points, objectives, and digital marketing requirements.

Buyer personas encompass two dimensions: demographics and psychographics. Demographics entail physical attributes such as age, gender, location, and employment status. Psychographics delve into behavioral facets impacting purchase decisions, including motivations, objectives, and brand affiliations.

Selecting Your Niche: A Strategic Move

Navigating the Critical Decision of Niche Selection

This is where many startups stumble. The allure of casting a wide net and adopting a “sell to everyone” approach in niche selection can be tempting. Nevertheless, the niche you choose can significantly impact your agency’s scalability. Will you specialize in offering SEO services to small businesses, realtors, or perhaps more competitive sectors?

When deliberating on a niche for your SEO startup, take the following factors into account:

  • Leverage Familiarity: Opt for an industry you’re already well-acquainted with. A solid grasp of industry terminology facilitates more meaningful interactions with potential clients.
  • Harness Referrals: Begin by tapping into your social circles to capitalize on the potency of referrals.
  • Conduct Market Research: Engage in thorough market research. This will expedite prospecting and lead qualification in the future.

Determining Your Service Portfolio

Will your focus solely revolve around SEO, or do you plan to expand into PPC, Social Media, or Web Design services? Are you eyeing local SEO for businesses within your region? Prioritizing SEO as your primary offering guarantees a steady stream of monthly revenue. This is due to the ongoing nature of SEO, which necessitates consistent optimization until favorable ranking progress is achieved. Unlike web design, typically provided as one-time projects, SEO services grant you greater flexibility for upselling.

Upon securing your initial batch of SEO clients and ensuring their retention, you can explore diversification into additional digital marketing services. For now, center your efforts on a single solution.

Constructing Your Website

A website can be the linchpin between garnering prospects and losing them to competitors. At this juncture, the aesthetic allure of your website might not rival that of established digital marketing entities (that can come later). What matters is that you possess a website.

Here’s what you’ll require initially:

  • Domain and Hosting: Opt for a domain name aligned with your agency’s brand and host it on a web hosting platform. Noteworthy options include GoDaddy, Bluehost, and WPEngine.
  • Platform: Begin with WordPress. It’s reliable, user-friendly, and most importantly, FREE. A wealth of WordPress themes cater to Search Engine Optimization businesses, facilitating an easy start.
  • Design: No design expertise? That’s perfectly fine. A multitude of web design templates alleviate the burden of design construction. Alternatively, if budget allows, you can outsource website design or even engage our team for assistance.

A Recap: Essential Accomplishments

Have you addressed the following milestones?

  • Enhanced your business acumen
  • Gained a foundational grasp of digital marketing
  • Defined your SEO business structure
  • Crafted an SEO contract template
  • Established a payment method
  • Developed an invoice template
  • Chosen an agency name and logo
  • Identified your target buyer persona
  • Determined your niche
  • Selected your SEO service offerings
  • Acquired a domain and hosting for your website

Crafting Your SEO Methodology

Distinguishing Your SEO Approach

It’s true that many SEO companies follow similar practices. However, each agency also develops a unique approach for its clients. While on-page optimization, link building, and content marketing are common strategies, your agency’s differentiator lies in your personalized SEO methodology.

Formulating Your Core SEO Methodology

Rather than merely adhering to Google’s recommendations, the essence is in aligning with Google’s ranking criteria. Your SEO methodology amalgamates expertise and strategies to deliver tangible value to businesses and their target clientele.

In-house or Outsourcing?

Embarking on the path from SEO consultant to a full-fledged digital marketing agency involves establishing expertise. Yet, this doesn’t imply that you must master every facet independently.

Two avenues enable expertise-building: assembling an in-house team of experts or outsourcing specialized work to professionals.

Also Read-12 Things to Know Before Choosing the Best SEO Services 

Project Management Essentials for Sustained SEO Success

SEO is an ongoing endeavor, distinct from one-time web design projects. To navigate this dynamic landscape, a grasp of project management is crucial. This proficiency enables you to effectively handle expectations, tasks, and eventually, the management of your team as your SEO business expands.

SEO project management typically consists of two facets: Planning and Fulfillment.


This phase encompasses research, assessment, and strategy formulation. It lays the groundwork for your SEO campaigns, providing a clear trajectory for task execution. Activities like keyword research, competitive analysis, website audits, and content quality assessment fall within the planning phase.


This extends beyond merely delivering on client commitments. It’s about establishing a consistent, scalable workflow to execute tasks. Whether you lean towards agile methodologies or prefer a kanban approach, a well-defined sequence ensures seamless task execution. The outcome is a higher number of content clients and augmented revenue for your SEO venture.

As you delve into project management, acquaint yourself with the following project management tools tailored for SEO agencies:

  • Zoho
  • Asana
  • Teamwork
  • Plutio
  • Basecamp
  • Slack

Opt for a platform that aligns with your current process and team configuration. If you manage a small SEO team, experimenting with free project management tools can be a wise starting point.

Harnessing the Power of SEO Tools

While every SEO practitioner starts with the foundational knowledge of tools like Google Search Console and Google Analytics, these alone won’t suffice. For the establishment of a robust SEO methodology, a repertoire of SEO tools is essential.

Numerous SEO and marketing tools for small businesses cater to diverse tasks like keyword research, link-building prospecting, and competitor analysis. This toolkit includes both free and paid options. Commencing with free tools provides a preliminary understanding of their functionalities.

Consider exploring the capabilities of these tools:

  • Google Search Console
  • Google Analytics
  • Google Data Studio
  • Ahrefs
  • SEMRush
  • Moz
  • ScreamingFrog

Pro Tip: Develop a manual for SEO software and tools, then disseminate it among your team. This can integrate into your standardized processes, reducing dependence on individual expertise.

Comprehensive Checklist for Effective SEO Agency Marketing

Before You Proceed, Ensure You’ve Achieved the Following:

  • Developed your distinctive SEO methodology
  • Determined whether to hire in-house experts or outsource
  • Acquired project management proficiency
  • Familiarized yourself with project management tools
  • Selected appropriate SEO tools and formulated a tool manual for your team

Effectively Marketing Your SEO Agency

Marketing your SEO services and agency entails positioning yourself as the preferred choice for businesses seeking enhanced digital visibility. Practicing what you preach is paramount.

Consider this: Can businesses entrust your agency if they struggle to locate you on Google? The likelihood is slim.

An established online presence reflects your expertise in SEO. While your newly-launched website might take time to rank, you needn’t solely rely on SEO. This chapter explores effective strategies for marketing your SEO company and boosting your online presence to secure more SEO leads.

Inbound Practices: Laying the Foundation

Inbound strategies establish the groundwork for your agency’s online presence, enticing leads to your brand passively. Employ various tactics to attract potential clients to your agency—leveraging SEO, social media, content marketing, and paid ads.

SEO: The Cornerstone of Online Presence

SEO proves to be the most economical approach to bolstering your online visibility, provided it’s executed correctly. The key lies in optimizing your agency’s website, mirroring the practices you employ for clients.

  • On-page Enhancements: Conduct a swift SEO audit of your website to identify areas for improvement. Do your pages align with the interests of your buyer personas across various stages of the buyer’s journey? Is your website’s loading speed optimal? Does the navigation structure enhance user experience? Treat your agency’s website with its own SEO regimen to enhance its search result rankings.
  • Off-page Initiatives: Link-building strategies can be seamlessly integrated as on-page optimization drives organic traffic to your agency’s site. Building links enhances referral traffic, thereby bolstering authority for your prominent pages.

Relevant Listings: Establishing Visibility

Claim your Google My Business listing to cement your agency’s presence in local search results. Additionally, list your SEO business on platforms like Yelp and other pertinent directories to expand your online footprint. Maintain consistency in your Name, Address, and Phone Number (NAP) across these listings.

Reviews: Boosting Credibility

Reviews on top review sites and your website elevate your SEO performance. Request reviews from clients, but do so with tact. Solicit feedback from those with whom you share a professional rapport. These reviews corroborate your agency’s dependability, work ethic, and integrity.

Leveraging Social Media

If you lack a social media presence, it’s high time you establish one. Enterprises dedicate six hours per week to social media, with Facebook reigning as the most utilized platform. Effective social media utilization entails:

  • Tailoring messages for your audience and platform
  • Participating in social media groups for insights and updates
  • Infusing humanity into your posts, particularly on Instagram and Twitter

Strategic Content Marketing

Content remains king, but its effectiveness extends beyond mere blog posting. A potent content marketing strategy hinges on delivering relevant content to your audience at the right juncture.

  • Optimize website content based on buyer persona intent
  • Leverage Google Search Console data for content direction
  • Continuously update and optimize content in alignment with audience interests

Strategizing with Paid Ads

Paid ads target a precise audience and complement SEO efforts, reaching individuals with high intent to engage an SEO company. Two routes to consider:

  • Google Ads: Text, image, and video ads across Google Display Network or Search Marketing Platforms
  • Remarketing Ads: Reinforce your value proposition to users who have visited your site

Pro Tip: Always keep your buyer personas at the forefront of your inbound strategy. All efforts should cater to their respective stages in the buyer’s journey.

Experience the Rewards of Digital Marketing—Secure Your Free Proposal Today. Get My Free Proposal.

Strategies for Effective Outbound Marketing

Outbound practices involve actively seeking and engaging prospects, placing the onus of contact initiation on your agency. To enhance your brand’s presence until prospects are ready for your comprehensive SEO services, a potent outbound campaign integrates a mix of strategies, including inbound approaches.

Participation in Trade Shows and Conferences

Although a time-tested marketing rule, attending industry events remains invaluable for boosting your agency’s visibility among businesses seeking SEO services. These events facilitate direct interaction with potential prospects.

  • Begin with local events, and seek introductions from industry contacts.
  • Leverage testimonials from prior clients or offer valuable lead magnets to collect contact information.

Effective Use of Cold Emails

Cold emailing complements both inbound strategies and trade show interactions. When prospects share their contact details, such as through your website’s contact form or lead magnets at events, they can be included in your email list. While there’s no one-size-fits-all formula for cold emails, adhering to best practices can yield optimal responses from prospects:

  • Employ a professional business domain email address.
  • Segment your email list based on message relevance.
  • Craft compelling subject lines and personalize email content.
  • Implement follow-up emails to prompt engagement.

Both inbound and outbound efforts should underline the value your SEO agency offers to businesses.

Checklist: Critical Accomplishments

Before advancing to the next phase of establishing your SEO marketing business, ensure you’ve completed the following steps:

  • Conducted a swift website audit and optimization
  • Initiated quality link-building for your agency’s site
  • Established and claimed listings on pertinent business directories (Google My Business, Yelp, etc.)
  • Gathered reviews from initial clients
  • Optimized your social media profiles
  • Engaged in relevant social media groups
  • Developed and optimized buyer persona-oriented content
  • Launched paid advertising campaigns to promote your SEO business
  • Attended trade shows and conferences in your region
  • Prepared a lead magnet for prospects at events
  • Assembled and refined your email list for cold emailing

Selling Your SEO Services

Even if you’re a seasoned SEO specialist, mastering the art of selling SEO services can significantly impact your agency’s success. A systematic SEO sales process is pivotal.

Learn the nuances of selling SEO to businesses, equipping your agency with repeatable techniques and strategies that drive increased revenue.

Defining Your SEO Pricing Structure

Prospects often inquire about the cost of your SEO services. Different answers abound, and comprehending the value of SEO is crucial when justifying costs.

  • Start by delineating your SEO pricing structure.
  • Common pricing models in SEO include hourly, fixed, and retainer-based structures.
  • Begin with fixed and hourly structures before transitioning to retainers.
  • Thorough research is imperative to align your pricing with industry competitiveness and your agency’s capabilities.

Client Acquisition Strategies

Having established processes for SEO strategy, navigated legal requirements, and more, the next step is acquiring your initial SEO client base. Initial clients frequently comprise referrals, contacts from industry events, individuals within your network, and those you connect with on social platforms like LinkedIn or Facebook.

Maximize your inbound and outbound initiatives outlined in preceding steps. Greater visibility equates to more opportunities for engaging businesses in need of SEO services.

To ease the process of client acquisition, consider the following actions:

  • Offer the SEO Audit Widget to provide prospects with free SEO audits in exchange for their contact information.
  • Seek referrals, as positive word-of-mouth can drive prospects to your services.
  • Engage in proactive cold calling, reaching out to businesses within your locale.
  • Extend free site audits to advise potential clients on boosting organic search traffic.
  • Specialize in a particular niche to solidify expertise and resonate within specific industries.
  • Collaborate with design agencies for compelling visuals and marketing materials.
  • Present at marketing conferences to enhance credibility and generate references.
  • Publish “pillar content” online and share it via social platforms.
  • Develop tailored monthly packages targeting specific needs.
  • Launch targeted email campaigns to individual businesses.

Prioritize understanding your clients before outreach to tailor your sales approach to their preferences and needs.

Note: Building rapport with clients before reaching out is essential to align your sales approach with their preferences.

Qualifying Your Leads

An oft-made mistake by startup SEO agencies, even some established ones, is attempting to sell SEO services to everyone. However, this is counterproductive due to two reasons: 1) It’s a waste of time; and 2) Not all prospects are a suitable fit for your SEO company. This is where lead qualification comes into play.

Lead qualification enables you to focus on the right prospects based on four pivotal factors: Budget, Authority, Need, and Timeframe (BANT). These factors involve assessing whether prospects can afford your services, possess a genuine requirement for your expertise, have decision-making authority, and are ready to make a purchase.

Craft a Set of Inquisitive Questions

Utilize probing questions to uncover prospects’ needs and gauge their suitability for your agency. Some questions to pose to SEO clients include:

  • Have you previously collaborated with an SEO company?
  • How content are you with your current SEO agency?
  • What major challenges have you encountered, and how did you address them?
  • Is there a marketing budget in place?
  • How do you gauge the success of your SEO efforts?

Recognize When to Decline

As much as you might be inclined to take on all prospects, the reality is that not every opportunity aligns with your agency’s capabilities—especially if you’re a small SEO business. This is where you must establish boundaries.

Set and adhere to high standards from the outset. While it might seem counterintuitive to turn away potential SEO clients, this approach allows you to prioritize leads with a higher likelihood of conversion. The entire qualification phase revolves around this principle. If a prospect isn’t a good fit or isn’t currently in need of your services, you can enter them into a nurturing campaign until they’re prepared to become clients.

Presenting Your Pitch to SEO Prospects

A compelling pitch involves thorough preparation, an SEO proposal that speaks for itself, and a solid rapport with the prospect.

Preparation Matters

Consider this a preliminary step—Step 0. Thorough preparation empowers you to craft a pitch tailored to your client’s needs, rather than centering it solely on your SEO agency. Familiarize yourself with their industry, business, common challenges, and required solutions during the preparation phase.

Craft an Irresistible Proposal

Your SEO business proposal embodies your agency’s value proposition in written form. It encompasses client details, insights into your SEO methodology, the proposed solution, and a timeline with deliverables. Having a template for your SEO business proposal streamlines the process and saves you time compared to starting from scratch. Further, augment your proposal with marketing collateral to emphasize your SEO service’s value. Share a pitch deck, comprehensive competitor analysis, case studies, or white papers to illustrate the impact of your SEO services.

Establish a Strong Rapport

A solid rapport with prospects enhances your influence over their purchasing decision. Building a rapport not only showcases your commitment to relationship-building but also helps establish trust. As you become more adept at managing your startup SEO agency, allocate time to learn rapport-building techniques:

  • Identifying common ground
  • Demonstrating enthusiasm and support
  • Injecting humor
  • Mirroring prospects
  • Engaging in personalized conversations

Sealing the Deal with SEO Prospects

After delivering your pitch and engaging with clients, closing the deal is time. A cardinal rule during the closing phase is to refrain from further talking once you’ve presented your closing pitch. The first party to speak loses.

Thus, ensure your closing statement is powerful, setting the tone for acceptance or rejection. Familiarize yourself with sales closing techniques to choose the best approach to conclude your pitch:

  • Emphasize the service’s benefits
  • Schedule further conversations in an assumptive close
  • Present a question offering a limited choice in an assertive close

Vital: In any pitch, objections regarding price, service value, or past negative experiences may arise. Familiarize yourself with techniques to overcome these objections, solidifying your pitch.

Retaining Your Clients

Closing a prospect’s deal doesn’t signal the cessation of efforts to win their business. Continuous provision of value and sustained engagement is vital for retaining clients and maintaining a strong desire for your SEO agency’s services.

Halt in building a client’s desire to work with you can result in loss of credibility and relationships. Client retention forms the bedrock for scaling your startup agency, driving recurring business and predictable revenue, enabling you to ultimately attain seven-figure earnings.

Checklist: Essential Achievements

Before advancing to the final stages, ensure the following items are checked off:

  • Establish your SEO pricing structure
  • Obtain the SEO audit widget
  • Solicit referrals
  • Engage in cold calling
  • Qualify your leads
  • Develop a set of probing questions
  • Politely decline prospects not suited to your agency
  • Thoroughly prepare before pitching
  • Create an SEO proposal and other pitch collateral
  • Familiarize yourself with rapport-building techniques
  • Familiarize yourself with closing techniques
  • Document strategies for retaining clients

Maintain Business Continuity and Operations

One of the main challenges faced by SEO startups is the lack of established operational cadence. The absence of predictable processes can impact your bottom line. By adhering to the outlined practices, your newly established SEO agency can build processes that foster business continuity and streamlined operations.

Align Sales with Fulfillment

Although the allure of onboarding numerous clients is strong, it’s essential to consider your operational capabilities. As a startup, your resources and manpower are limited. This emphasizes the necessity for alignment between sales and operations.

Your SEO business plan should encompass the following steps:

  1. Evaluate if sales goals align with operational capacity.
  2. Establish baseline and performance metrics across intersecting areas.
  3. Identify gaps and develop a collaborative approach.
  4. Map out a process with clear timelines and deliverables.

Aligning sales with fulfillment ensures the ability to deliver what clients need and maintain consistent performance.

Avoid the Talent Trap

Startup SEO agencies typically have a small team, often consisting of just a few members. However, relying on a handful of individuals for critical tasks can lead to a talent trap. You must acknowledge that each team member has limitations. Create a succession plan that outlines standards for experience, products, and customer expectations. This safeguards against potential disruptions caused by personnel changes.

Build Processes

Being process-driven is crucial for your agency. Developing processes minimizes reliance on individual talents and provides a clear roadmap for your team to follow systematically. Focus on tasks that yield the most significant results (the Pareto principle), which allows you to prioritize efficiently. Documentation such as checklists, operations manuals, sales manuals, and customer service guides supports your processes and ensures consistency.

Prepare to Scale

Scaling your SEO agency involves a shift in mindset. Instead of being the sole hero responsible for all tasks, delegate responsibilities to your team. Working on the agency’s growth, rather than in the day-to-day tasks, is vital. Outsourcing can be a powerful strategy for scaling. If you or your team lack certain skills, consider outsourcing those tasks to freelancers or SEO providers. Outsourcing frees up time for agency growth and taps into a broader pool of talent.

Checklist: Final Steps

To wrap things up, make sure you accomplish these tasks for your SEO business:

  1. Set performance metrics to align sales and fulfillment.
  2. Develop a succession plan to prevent the talent trap.
  3. Create and document processes for internal use.
  4. Delegate tasks and avoid being the sole hero.
  5. Explore outsourcing options for efficient fulfillment.


Starting an SEO agency will challenge your abilities and determination. Many potential agency owners give up midway, but don’t let that be your story. Completing this checklist is a significant achievement. If you ever need additional support in establishing your SEO agency, know that help is available.

While the process of starting your SEO business might seem daunting, the results of your efforts can be immensely rewarding. The knowledge gained from navigating the dynamic digital landscape and the impact you have on businesses along the way make running an SEO agency an incredibly fulfilling endeavor.

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